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Everything we know about the lead business from everyone at the Leads360 family. From online lead providers like LowerMyBills.com to Mortgage Lead Management best practices. We'll tell you what we know and what we've learned.  

Automatically Transform Web Inquiries into Phone Calls

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Speed to contact is important. It may be the single most important factor in lead close rates. So how is it achieved? There are a few different links in the chain that must be in place to ensure that you are contacting leads more quickly than any of your competitors. In the case of purchased internet leads, competition is a huge factor. The lead has been sold to not just you, but to your competitors as well. The first person on the phone with the lead is the person most likely to close the deal.

In the case of a lead generated of off your own website, competitors may not be as pressing of an issue, but they are still a factor. Let’s say a prospect submits his information to get a quote or find out more about your product on your website. Yours may be the only company they are looking at, or it may not be. The prospect could have heard great things about your company and they only want to bring their business to you, or they could be trolling search results, submitting to you and all of your competitors.

Being the first on the phone with a lead depends on the following chain of events. The lead must be pushed from the lead provider to you instantly. Distributing leads via email is too slow. The leads have to be posted via xml or http post. A lead management software solution takes care of this automatically. A lead management solution that is integrated with all the major lead providers can get leads from the provider instantly. But that is only the first link in the chain. After the lead hits your system, it has to be distributed to the agent most able to handle it. Who is at their desk right now? Who’s got the bandwidth to take on another lead right now? Who has experience selling the exact product the prospect is inquiring about? Lead management allows you to move your new lead to the exact person who is most likely to be able to close it.

So the first two stages of the life of your lead have occurred in under a minute. The lead moved from the provider to your company, and once it belongs to you, it is distributed to a sales rep instantly. So how do you make sure the process doesn’t break down there? That an under-performing sales agent isn’t ignoring his leads? Make sure your lead management system has an integrated dialer. Using this combination of tools will result in a sales reps phone ringing as soon as the lead is assigned to him.

Lead management literally transforms a web inquiry into a phone call.

Pass the Beans!

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